Director of Business Development

The Company

Do you aim high? Are you genuinely helpful? Are you looking for a place where you can make a difference, receive ongoing support and training, and build a rewarding, long-lasting career? Then you may be a good fit for FirstService Residential, North America’s foremost community management firm. We’re all about our associates, and as we continue to grow, we’re looking for even more quality people who share our dedication to doing what’s right, improving residents’ quality of life, building great relationships and truly making a difference for their clients, their colleagues and themselves. Is that you? If so, we think you should get to know us.

 

Job Description

The Business Development Manager is a highly motivated self-starter who will lead and provide strategic sales initiatives, engage in marketplace sales activity and work closely with the Market Leaders, operational Executives and the Marketing Department on lead generation activities, sales activities and proposal generation activities. The role requires superior planning, communication and business development skills together with the ability to effectively collaborate with various internal senior associates to effectively close sales and achieve targets.

 

Essential Duties & Responsibilities

• Responsible for the ongoing development, implementation and tracking of new client development operations and processes for FirstService Residential.

• Develop and execute a sales strategy to obtain residential association management contracts that meet the FirstService Residential client-type strategy.

• Assist in the growth of both current and potentially new market territories by:

o Providing trending and analysis associated with current processes, product types, service lines, regions of business, etc.

o Attending planning and business development meetings as requested.

• Manage and directly participate in the sales process; deliver sales presentations to prospective clients

• Proficient and effective at giving client presentations and closing deals.

• Identify growth opportunities within existing managed communities; manage and lead the internal sales process.

• Continually seek out innovative ways to communicate our value to prospects and existing clients.

• Monitor competition and keep on top of industry trends; report findings to leadership team.

• Manage sales process through utilization of CRM (Dynamics) - entering and updating lead/opportunity information, documents, generation of sales follow up schedule, and lead/opportunity communications.

• Collaborate with marketing team and participate in preparation of proposals and RFP responses; responsible for making site visits to obtain information for proposals.

• Coordinate and/or participate in the strategy of sale presentations including internal preparation of materials, team member attendance, pre and post presentation meetings.

• Serve as a resource person for FirstService Residential affiliate companies.

• Other initiatives as identified by senior leadership.

 

Education + Experience

• Bachelor’s Degree and 3+ years of sales experience in a service related industry is preferred.

• Business development and/or operations experience in community management is preferred.

 

Knowledge Skills + Proficiencies

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

• Demonstrates strong and effective customer service and relationship building skills: ability to be able to immediately develop rapport with a variety of personalities and “types” of clients and potential clients during and after the sales process and ability to be “of service” to all internal customers, effectively working with multiple styles and regional influences that present unique needs and demands on the sales process.

• This position is one of “active” selling and has the responsibility to attend both internal and external business development meetings and / or events, which may include but is not limited to; industry conferences and meetings and company hosted business development events. This may require travel and overnight stays.

• Possess excellent grammar, spelling and proofreading skills.

• Demonstrate good common sense, sound judgment, and a high ethical bar.

• Consistently perform at high levels in a fast-paced ever-changing work environment.

• Ability to work independently; capable to take ownership of assigned tasks and to anticipate work requirements.

• Demonstrates strong and effective customer service and relationship building skills: ability to be able to immediately develop rapport with a variety of personalities and “types” of clients and potential clients during and after the sales process and ability to be “of service” to all internal customers, effectively working with multiple styles and influences that present unique needs and demands on the sales process.

 

Tools/Equipment Used

Computer and peripherals, standard and customized software applications and tools, and usual office equipment.

 

Physical Requirements/Working Environment

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must be able to sit for extended periods of time.

• Must be able to stand for extended periods of time.

• Must be able to communicate both on the phone and in person with our clients in order to resolve issues and manage the business.

• Must have finger dexterity for typing/using a keyboard.

• Must be mobile enough to move around both the office in order to make copies, send mail and faxes and to walk around the property. This could include lengthy walks on uneven areas.

• Talking and hearing occur continuously in the process of communicating with guests, supervisors, and other associates.

The work environment characteristics are normal office conditions at an office location. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Hours over and above normal office hours will occur, including evenings, holidays, and some weekends. Schedule is subject to change based on business needs.

 

Travel

• Must have access to and consistent use of a vehicle for transportation to prospective client meetings, industry events, etc.

• Frequent local travel required and occasional overnight out of town travel.